Épisodes

  • The Surety Sales Advantage

    The Surety Sales Advantage
    Jul 4 2025
    In this episode of the Power Producers Shop Talk, David Carothers shares an insightful conversation with Ciara Gravier from The Bunker Insurance & Risk Management and Zach Matter from ZipBonds. This episode is a must-listen for anyone involved with contractors, particularly those navigating the world of surety bonds. Ciara and Zach discuss how contractors can face challenges with messy financials and how these issues can impact their ability to qualify for larger projects. They dive into the importance of having tidy books, understanding bond requirements, and using bonds as a way to build strong client relationships. Zach also highlights the essential three C's for bond approval—character, capacity, and capital—and explains how producers can add value by properly presenting these factors to underwriters. This episode is packed with practical strategies for agents to help contractors and clients navigate the complexities of surety bonds while building stronger, more profitable relationships. Key Highlights: Understanding Bonds for Contractors Ciara explains how she used bonds as an educational tool to connect with contractors and help them understand the importance of having clean financials. She also shares how SEO and email marketing strategies can help agents engage contractors on bond topics. The Three C's of Bond Approval Zach breaks down the three key factors for bond approval: character, capacity, and capital, and how agents can provide valuable insights to help contractors qualify for bonds. Expanding the Bond Conversation Beyond Construction Zach emphasizes that bonds aren't just for construction. From liquor licenses to ERISA bonds for 401(k) plans, many industries require bonds, making it an essential conversation for all agents to have with their clients. Using Bonds as a Client Relationship Builder Ciara shares how she leveraged bonds to build relationships with CPAs, contractors, and even business attorneys, turning bonds into a valuable revenue stream and referral source. Subcontractor Default Insurance vs. Surety Bonds Zach talks about the growing use of subcontractor default insurance (SDI) and how it can impact the bond process. He explains the additional work involved when a subcontractor cannot qualify for SDI and how to handle it as a producer. Connect with: David Carothers LinkedIn Zach Matter LinkedIn Ciara Gravier LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp ZipBonds The Bunker Insurance & Risk Management Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
    Voir plus Voir moins
    33 min
  • Don't Forget Where you Came From

    Don't Forget Where you Came From
    Jun 27 2025
    In this solo episode of the Power Producers Podcast, David Carothers reflects on the journey of success in the insurance industry, sharing personal stories and lessons learned along the way. David delves into the importance of staying grounded and avoiding the trap of arrogance that can come with success. He talks about the subtle ways ego can influence behavior and how staying humble is key to long-term fulfillment, both personally and professionally. With practical advice on maintaining self-awareness, practicing gratitude, and giving credit where it’s due, David encourages listeners to build meaningful relationships and give back to others without seeking recognition. Key Highlights: The Trap of Arrogance David opens up about how easy it is to fall into the trap of arrogance after achieving success. He stresses the importance of staying grounded and aware of how our actions can affect others. The Role of Humility in Success David reflects on his own journey from humble beginnings and highlights how staying humble, even in the face of success, is critical to maintaining meaningful relationships and avoiding narcissism. The Importance of Gratitude David emphasizes the need to practice gratitude daily. He shares how taking time to thank those who have supported you can strengthen relationships and help you stay focused on what truly matters. Give Credit and Lift Others Up David encourages listeners to publicly recognize others for their contributions. He talks about the impact of lifting others up and how it only serves to enhance your own success. Serving Without Recognition David advocates for doing kind deeds in private without seeking attention. He explains how acts of service, when done with humility, leave a lasting impact on others. Building and Nurturing Relationships Reflecting on his own experiences, David reminds listeners of the importance of maintaining authentic relationships, especially with those who helped you get to where you are today. Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
    Voir plus Voir moins
    23 min
  • Beyond the Quote Game with Warren Cleveland

    Beyond the Quote Game with Warren Cleveland
    Jun 25 2025
    In this episode of the Power Producers Podcast, David Carothers is joined by Warren Cleveland, founder of Captive Coalition, to dive into the world of captive insurance. Warren offers a fresh perspective on captives, emphasizing how independent agents can add value by helping their clients save money and increase profitability. With practical insights, they discuss the benefits of captives, the right clients for this model, and how agents can monetize their expertise by advising clients on alternative risk transfer solutions. David and Warren also share personal stories, including their shared love of barbecue, which adds a light-hearted touch to the discussion. The episode sheds light on the educational resources Captive Coalition offers to help agents learn the ropes of captives and how they can take control of their clients' insurance costs in a way that's both profitable and sustainable. Key Highlights: Understanding Captives Warren explains how captive insurance works, breaking down complex terms and providing agents with tools to help their clients understand the benefits of risk-sharing and self-insurance. The Value of Risk Management They discuss the importance of risk management and training, especially when it comes to loss history and how it directly impacts the success of a captive program. The Right Fit for Captives Not all businesses are suited for captives. Warren outlines the key traits that make a business a good candidate, including a solid risk management track record and a willingness to take on some risk. Educating Clients and Agents David and Warren discuss how agents can get ahead by learning the process of captives and using that knowledge to provide more value to clients, ensuring they aren’t left behind when other agents are introducing captives as an option. Building a Strong Partnership The episode emphasizes the importance of agent-client relationships and how Captive Coalition works alongside agents to make them heroes in the eyes of their clients by providing valuable, actionable advice. Connect with: David Carothers LinkedIn Warren Cleveland LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Captive Coalition Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
    Voir plus Voir moins
    58 min
  • Comp Classifications with Kevin Ring

    Comp Classifications with Kevin Ring
    Jun 20 2025
    In this Power Producers Podcast episode, David Carothers is joined by Kevin Ring, lead analyst at the Institute of Work Comp Professionals, for a deep dive into workers' compensation classifications. The discussion focuses on the challenges of ensuring that businesses are properly classified, the importance of getting class codes right, and strategies to avoid common mistakes that could lead to costly audits. With firsthand experience from multiple NCCI audits, David shares his insights on how to navigate the complexities of workers’ comp class codes and protect clients from unnecessary errors. Kevin also covers the most recent changes in the industry, such as NCCI’s update to code 8720 for construction estimators, and explains how businesses need to stay updated on classification changes to avoid issues down the line. This episode is packed with practical advice for agents looking to stay ahead in the workers' comp space. Key Highlights: The Importance of Classifications David and Kevin discuss why workers' compensation class codes are crucial and how an incorrect classification can result in higher premiums and audits. They emphasize the importance of understanding both the business operations and how they should be classified. Navigating NCCI Audits David shares his experience with NCCI audits, including the thorough process involved and how misunderstandings about class codes can lead to disputes. He explains why getting the right people involved upfront can prevent these issues. Changes in Workers' Comp Classifications Kevin discusses recent changes to class codes, including the addition of construction estimators to code 8720 and the merging of long-haul and short-haul trucking codes. He explains how these changes can impact businesses and how agents need to stay on top of these adjustments. Understanding Standard Exception Classifications Kevin explains standard exception classifications (like clerical, outside sales, and drivers) and how they can be applied separately from the governing class code. He also touches on the importance of understanding each code’s detailed criteria to ensure accuracy. Classifying Businesses in Construction and Manufacturing Kevin dives into the complexity of classifying businesses in industries like construction and manufacturing, where different activities within the same business can require separate codes. He provides examples of how to apply the right codes depending on the work performed. The Role of Agents in Accurate Classifications David and Kevin discuss the role of insurance agents in accurately classifying businesses and ensuring that clients’ operations align with the right class codes. They highlight how thorough knowledge and documentation can prevent issues during audits and save clients money. Connect with: David Carothers LinkedIn Kevin Ring LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Institute of WorkComp Professionals Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
    Voir plus Voir moins
    33 min
  • The Most Hated Podcast Episode Ever with Benjamin Dennehy

    The Most Hated Podcast Episode Ever with Benjamin Dennehy
    Jun 18 2025
    In this episode of Power Producers Podcast, David Carothers is joined by Benjamin Dennehy famously known as the UK’s Most Hated Sales Trainer for a brutally honest and wildly entertaining conversation about what’s wrong with the modern sales game. From confronting imposter syndrome to challenging outdated sales scripts, Benjamin shares why most salespeople fail and what it actually takes to dominate. The duo explores the parallels between law and sales, the importance of detachment from outcomes, and why truly great sellers don’t wing it they operate with ruthless precision. Packed with hard truths, tactical tips, and some serious laughs, this is a must-listen for anyone in the sales world who’s tired of the fluff. Key Points: Owning the “Most Hated” Title Benjamin shares how embracing a polarizing brand identity helped him stand out and why being liked is overrated in sales. Salespeople Are Wingin’ It The average salesperson lacks structure, accountability, and intentionality. Dennehy argues that sales success comes from rigorous process not charm or “winging it.” Lawyer Mindset, Sales Success Sales, like law, is a game of discovering the truth. Dennehy breaks down how to lead meetings like a deposition and make your prospect reveal what matters most. Questions Build Credibility It’s not the answers, but the questions that earn trust. Learn how to ask with intention and why the first question is rarely the real one. Stop Selling to Everyone David and Benjamin hammer home that elite producers sell on their terms. Sales is not about begging for business — it’s about qualifying the buyer and owning your worth. 🎁 Special Offer for Listeners: DM “David” to Benjamin on Instagram to access two free sales courses plus a chance to join a private live Q&A coaching session. Connect with: • David Carothers LinkedIn • Benjamin Dennehy LinkedIn • Kyle Houck LinkedIn Visit Websites: • Power Producer Base Camp • salesmatrixcourses • Killing Commercial • Crushing Content • Power Producers Podcast • Policytee • The Dirty 130 • The Extra 2 Minutes
    Voir plus Voir moins
    50 min
  • Ownership and Combinability with Kevin Ring

    Ownership and Combinability with Kevin Ring
    Jun 13 2025
    In this Power Producers Podcast episode, David Carothers is joined again by Kevin Ring, lead analyst at the Institute of Work Comp Professionals. The two dive into a critical yet often overlooked aspect of workers' compensation—understanding common majority ownership and how it affects the experience modification factor (mod). This discussion is vital for agents who deal with businesses that own multiple entities or engage in mergers and acquisitions. Kevin explains why agents need to be proactive in gathering ownership details and completing the ERM-14 form accurately to avoid costly errors and ensure proper coverage. David and Kevin explore the challenges agents face when dealing with businesses that have ownership stakes in multiple companies, and the importance of combining those companies on the same experience mod. They also touch on how M&A activity and asset purchases can complicate the mod process and why it's crucial for agents to educate clients on these risks before they make business decisions. Key Highlights: Understanding Common Majority Ownership Kevin explains how the common majority ownership rule affects the experience mod, and why it’s crucial for agents to ensure all companies under shared ownership are combined on the same mod. The Importance of Ownership Questions Agents often skip asking clients about ownership in multiple businesses. Kevin emphasizes that these questions are critical not just for workers’ comp but also as a sales tool to deepen the client relationship. Navigating Mergers and Acquisitions David and Kevin discuss the complexities of mergers and acquisitions and how acquiring a company impacts the buyer’s experience mod. They explain why agents must ensure clients understand the financial implications of combining experience mods post-acquisition. Filling Out the ERM-14 Form Kevin breaks down how to properly fill out the ERM-14 form, highlighting the importance of providing a narrative and accurate details to the Rating Bureau. This process helps agents avoid confusion and ensure proper risk management. Avoiding the Mod Evasion Trap David and Kevin talk about how some businesses attempt to evade mod increases by creating new entities or joining PEOs. Kevin stresses that while this may seem like a short-term solution, it doesn’t address the root causes of high experience mods. Planning for Future Business Transactions Kevin advises agents to proactively discuss business transactions, such as buying or selling a company, with their clients to avoid unexpected complications in workers’ comp premiums and ensure proper coverage adjustments. Connect with: David Carothers LinkedIn Kevin Ring LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Institute of WorkComp Professionals Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
    Voir plus Voir moins
    26 min
  • Putting the Human Touch on Human Services with Dylan Jordan

    Putting the Human Touch on Human Services with Dylan Jordan
    Jun 11 2025
    In this Power Producers Podcast episode, David Carothers sits down with Dylan Jordan from Amwins to discuss specialized niches within the insurance world, particularly focusing on the human services, healthcare, and life sciences markets. With only two months until Producers in Paradise 2025, the conversation covers a variety of challenges and opportunities in the current hard market, from navigating supplemental applications to understanding the unique risks of sectors like MediSpas and behavioral health. Dylan shares insights into Amwins’ approach, the importance of micro-niches, and how they continue to provide solutions in challenging markets. They also dive into the latest trends in tort reform, staffing shortages in healthcare, and how producers can effectively position themselves in a competitive market. This episode is packed with practical advice for producers looking to specialize and stay ahead in the evolving insurance landscape. Key Highlights: Specializing in Niche Markets Dylan talks about Amwins’ focus on the human services, healthcare, and life sciences sectors, explaining how their expertise in these areas helps them close deals faster and more effectively than general wholesalers. Navigating the Hard Market The discussion touches on the challenges of the current hard market, particularly in healthcare and human services, and how tort reform and statute of limitations changes are influencing the market dynamics. Understanding Supplemental Applications Dylan emphasizes the importance of supplemental applications and how data gathering from clients is critical to ensuring comprehensive coverage in niche areas. Finding Opportunities in Emerging SectorsDavid and Dylan explore growing sectors like MediSpas and home healthcare, and how producers can capitalize on these opportunities by identifying gaps in coverage and leveraging specialized markets. The Role of Technology in Insurance They discuss the impact of new technologies, such as Assembly, that help agents streamline data collection and improve efficiency, particularly for complex policies. Strategic Risk Management Dylan highlights how risk management in sectors like MediSpas and behavioral health requires in-depth knowledge of both underwriting and the nuances of each industry to avoid potential pitfalls and claims. Connect with: David Carothers LinkedIn Dylan Jordan LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Amwins Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
    Voir plus Voir moins
    54 min